Personal and Business Competencies / Customer Service

Cross-Selling and Upselling - Increasing Sales Value

The training deepens skills in increasing sales value through advanced cross-selling and upselling techniques. The program integrates knowledge of sales psychology with practical techniques for recognizing customer needs and presenting extended offers. Participants learn to conduct sales conversations naturally and value-oriented for the customer, using a systematic approach to increasing shopping basket value.

Issues

Purchase decision psychology
Additional sales techniques
Customer needs analysis
Building value
Sales communication
Process design
Relationship management
Premium sales
Sales argumentation
Overcoming objections
Sales closing
Long-term relationship development

Benefits

Participants will develop advanced skills in increasing transaction value through professional additional sales techniques
They will gain deep understanding of customer decision psychology in the context of additional purchases
They will learn to identify natural opportunities to present complementary products and extended offers
They will develop the ability to conduct sales conversations that build long-term customer relationships
They will learn effective methods for presenting added value of premium products and services
They will gain practical tools for designing and optimizing additional sales processes

Who is this training for?

Experienced salespeople wanting to develop additional sales techniques

Sales team managers

Customer service employees at point of sale

Customer advisors in the service industry

B2B sales representatives

Business development specialists

Sales consultants in the premium sector

Prerequisites

Minimum one year of sales experience
Basic knowledge of sales techniques
Experience in direct customer service
Understanding of sales processes

Training program

Identifying moments of purchase readiness
Building trust in the sales process
Analysis of overt and hidden needs
Advanced cross-selling techniques
Mapping complementary products
Designing additional sales paths

Overcoming objections

Identifying sales expansion opportunities
Premium product presentation techniques

Upgrade process management

Designing sales processes
Creating conversation scripts
Sales situation simulations
Sales closing techniques

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Frequently asked questions

What are the prerequisites for this training?

For Cross-Selling and Upselling - Increasing Sales Value we recommend: Minimum one year of sales experience; Basic knowledge of sales techniques; Experience in direct customer service.

What is the format and duration of this training?

The training lasts 3 days and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: Experienced salespeople wanting to develop additional sales techniques; Sales team managers; Customer service employees at point of sale.